Bolter Turbines, Inc. Negotiation Simulation
- 1 April 1984
- journal article
- research article
- Published by SAGE Publications in Journal of Marketing Education
- Vol. 6 (1) , 28-36
- https://doi.org/10.1177/027347538400600106
Abstract
Principles of effective negotiation and negotiation skills are seldom part of the curriculum in business schools. This article describes a business negotiation simulation involving the purchase of capital equipment. The exercise includes three buyer and three seller roles and bargaining over several issues-pricing, product and service options, and terms and conditions. The simulation provides an excellent context for experiential learning and practical discussion of business negotiations.Keywords
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